- **Strategy Development:** Design Hazelcast’s global partner strategy from the ground up, defining partner archetypes (GSI, Regional SI, OEM, Cloud, VAR) and use-case-specific GTM motions (e.g., BFSI, payments, real-time analytics). - **Executive Alignment:** Develop and present clear, data-backed recommendations for approval to the CEO and executive team, whilst defining success metrics, economic models, and investment tradeoffs for the partnerships function - **Partner Acquisition:** Personally source, negotiate, and close foundational partnerships with Strategic GSIs, consulting partners, and key technology alliances. - **Deal Formation:** Own early-stage partner economics, including margin structures, referral/resale models, and joint solution packaging. - **GTM Execution:** Build and execute joint GTM plans, including target account mapping, joint solution narratives, and field enablement for both Hazelcast Sales Directors and partner sellers. - **Revenue Impact:** Accountable for Partner-sourced pipeline, Partner-influenced ACV, Time-to-first-deal per partner and act as a deal quarterback on strategic partner-led opportunities - **Internal Collaboration:** Work cross-functionally with Sales leadership on rules of engagement, and with Product, Engineering, and Marketing (partner messaging, co-marketing, events) to execute the partner-driven roadmap and strategy. - **Team Building:** Once the motion is proven, you will hire, build, and scale the global partnerships team.